McKesson

Enterprise Account Executive

McKesson • $114K — $191K *
US-Anywhere
+ 4 other locationsRemote
Healthcare
Less than 5 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 4+ years of account management experience in the healthcare industry, specifically in retail and outpatient pharmacy.
  • Strong track record in customer retention, renewals, and business growth.
  • Financial acumen with a clear understanding of financial levers.
  • Excellent communication and presentation skills, capable of engaging C-level executives.
  • Proficient in managing sales processes from inception to contract execution.
  • Demonstrated exceptional negotiation skills and consultative selling capabilities.

Responsibilities

  • Identify and qualify potential Enterprise Solutions to meet customer needs.
  • Engage with Enterprise subject matter experts during the sales process.
  • Oversee contract execution and implementation of new solutions.
  • Collaborate with stakeholders to drive incremental solutions for customers.
  • Validate customer ROI on both new and existing solutions.
  • Prepare and present quarterly reviews focusing on financial impact and value.
  • Serve as the point of issue resolution for customers, ensuring satisfaction.

Benefits

  • Home office setup with required travel up to 50%.
  • Comprehensive compensation package including bonus opportunities.
  • Supportive team environment with a strong focus on collaboration.
  • Extensive training and development resources available.
  • Robust performance evaluation system aligned with market compensation standards.
Full Job Description
*Must reside in ND, SD, MN, IA*
The Enterprise Account Executive (EAE) is responsible for managing the overall customer relationship to include day-to-day customer activities, renewals, customer optimization, and issue resolution for assigned accounts. This specific role is primarily focused on supporting retail and outpatient portions of assigned Health Systems. The EAE is expected to work in close partnership with other Field Sales team members, who may be also supporting the same assigned Health Systems, and Enterprise stakeholders to ensure a coordinated, enterprise-wide account strategy across the entire IDN. Account Executive is also responsible to qualify, collaborate with Enterprise subject matter experts and fellow team members and to drive new Enterprise Solutions through contracting & customer implementation. Secure and document customer's realized return on investment (ROI) and value of new solutions. Primary focus will be to renew all IDN/Health System customers working with VP of Renewal & Field Leadership team, and fellow field sales team members. The Enterprise Account Executive may also support Business Development Team in designated areas.

Key Responsibilities
Enterprise Solutions
  • Identifies & qualifies potential Enterprise Solutions for customers, that meet customer needs.
  • Engage Enterprise subject matter experts throughout sales process.
  • Oversee contract execution & implementation of new Enterprise Solutions
  • Collaborate with Enterprise stakeholders to drive incremental solutions.
  • Secure customer validation of Return on Investment (i.e. COGS & $'s impact, Value) on new and existing Enterprise Solutions
  • Gain agreement of Enterprise Solutions $ value within renewal / decision criteria


Territory Management
  • Managing the customer lifecycle, supporting onboarding needs through renewal processes
  • Prepares and presents Quarterly Reviews with customers including goals, initiatives, trends, financial impact, value and ROI, etc.
  • Create and manage agenda driven customer meetings.
  • Consistent onsite and meeting schedule and documentation within SFDC
  • Visibility to build & enhance cross department relationships throughout IDN and/or Health System
  • Serves as the issue resolution point for customer.
  • Internal coordination across Enterprise to ensure highest level of customer satisfaction (i.e. NPS)
  • Understand decision process and key stakeholders.
  • Retain at or above market Annual Operating Profit (AOP)
  • Other duties as assigned by Vice President of Health Systems

Minimum Requirement
Degree or equivalent and typically requires 4+ years of relevant experience.

Education
4-year college degree or equivalent work experience

Critical Skills
  • 4+ years of Account Management in healthcare industry, specifically with a focus on retail and outpatient pharmacy, is strongly preferred.
  • Proven track record of customer retention, renewals, and growth
  • Financial Acumen: Clear, concise understanding of financial levers
  • Ability to communicate and influence at all levels of the organization as well as presentation skills to C-level audiences. Consistently delivering compelling presentations and QBRs
  • Accountable to drive sales process from inception to contract execution to include a seamless implementation
  • Drive results through exceptional negotiation skills
  • Exceptional Consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise-wide value proposition


Additional Skills
  • Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint) and Salesforce.com or CRM software experience
  • In depth knowledge of the healthcare industry and impact to IDN or Health System
  • Strategic, innovative, out of the box thinker, with demonstrated success in complex problem resolution
  • Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment
  • Planning and forecasting along with market intelligence and assessment skills
  • Strong business and financial acumen
  • Collaborative team player with strong interpersonal and resource management skills


Working Conditions
  • Home office with extensive area travel up to 50%
  • Physical Requirements
  • (Lifting, standing, etc.) - Lift up to 25 pounds, some physical work will be necessary
  • Must have a valid driver's license and ability to travel per customer requirements


We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position:

$114,800 - $191,300

Total Target Cash (TTC) is defined as base pay plus target incentive.

About McKesson

McKesson Corporation provides medicines, pharmaceutical supplies, information and care management products and services across the healthcare industry. The Company operates in two segments. The McKesson Distribution Solutions segment delivers ethical drugs, medical-surgical supplies and equipment and health and beauty care products throughout North America. This segment also provides specialty pharmaceutical solutions for biotech and pharmaceutical manufacturers, sells financial, operational and clinical solutions for pharmacies (retail, hospital, long-term care) and provides consulting, outsourcing and other services. The McKesson Technology Solutions segment delivers enterprise-wide clinical, patient care, financial, supply chain, strategic management and software solutions. In July 2011, the Company acquired Portico Systems from Safeguard Scientifics, Inc. On March 25, 2012, it acquired the independent banner and franchise businesses of Katz Group Canada Inc. McKesson Distribution Solutions delivers pharmaceuticals to retail pharmacies and institutional providers like hospitals and health systems. They operate pharmaceutical distribution centers across the country, serving customers in all 50 states. They also deliver a comprehensive offering of health care products, technology, equipment and related services to the alternate site market, including physician offices, surgery centers, long-term care facilities and home care businesses across the country. McKesson is currently the largest pharmaceutical distributor in North America. McKesson also operates McKesson Canada and has an equity holding in Nadro, a leading distributor in Mexico.

McKesson Careers

Join McKesson, a leading global healthcare company, and be part of a team that is redefining the future of healthcare. With a variety of job opportunities available, McKesson is the perfect place to advance your career, whether you're a seasoned professional or just starting out. Work You’ll Do At McKesson, we are committed to improving care in every setting—one product, one partner, one patient at a time. We’re seeking talented professionals to join our team and contribute to a culture of innovation, diversity, and leadership. Our employees are driven by a deep sense of purpose and a desire for continuous growth and improvement. Empower Your Future in Healthcare With positions ranging from internships to leadership roles, McKesson offers unparalleled employment opportunities to develop your skills and advance your career. Our commitment to diversity training ensures that all team members have the opportunity to thrive. Join a team where your skills will be honed, your professional growth will be supported, and where you can genuinely see the difference you make in the lives of patients around the world. Innovative Work Environment McKesson is at the forefront of healthcare innovation. Our team is constantly exploring new ways to improve patient outcomes and streamline care processes. This commitment to innovation is what sets us apart and what makes McKesson an exciting place to work. Career Development and Benefits McKesson believes in nurturing the potential of its employees through robust career development programs and comprehensive benefits designed to support your life and well-being. From leadership training to health and wellness benefits, we ensure our team members are equipped to meet their professional and personal goals. Explore Job Opportunities Whether you’re looking for an internship to kickstart your career, or a senior position to utilize your extensive experience, McKesson offers a range of opportunities. Explore our open positions and find where you can make a difference at McKesson. Stay Connected Join Our Team Search for open positions that match your skills and interests. We are looking for passionate, curious, and solution-driven team players who are ready to take the next step in their careers. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Networking and Professional Growth At McKesson, networking and professional growth are part of our everyday environment. We encourage our employees to connect, share, and learn from each other to foster personal and professional development. Job Alert Emails Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding career opportunities that await you at McKesson. Join McKesson today and be part of a team that is dedicated to shaping the future of healthcare.
Learn more about McKesson
Size
58,000 employees
Market Cap
$53.7 billion
Industry
Pharmaceuticals & Biotech
Net Income
-$4.1 billion
Founded
1833
5 Year Trend
+5.9%
Revenue
$237.6 billion
NASDAQ
MCK
* Ladders Estimates

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